[CS 06]
Last Updated
How Lumana's GTM team used Floqer to replace manual research with an automated motion that booked
A conversation with
VP of GTM Engineering
Head of Sales Development
Lead Intelligence and Pipeline Ops
Senior Manager of RevOps
At a glance
Lumana, an AI video security platform, used Floqer to automate account research and Salesforce enrichment across K-12, higher education, and senior living. In the first month, Lumana booked 41 qualified meetings (roughly 3x its prior monthly rate), enriched 10,000+ accounts, cut pre-call research from 15-20 minutes per account to zero, and saved $50K+ on event attendee lists.
41
Meetings Booked in First Month
Directly attributed to Floqer-enriched accounts
10K+
Accounts Enriched
Across Higher Education, K-12, and Senior Living verticals
0
Minutes of Manual Pre-Call Research
Security signals, camera counts, site locations already in Salesforce before rep opens the account
4
Active Workflows Running
ABM scoring, CRM enrichment, event list building, and automated outbound sequencing
About Lumana
Lumana is an AI-powered physical security platform that helps organizations monitor, manage, and respond to security events across multiple sites using intelligent video analytics. Their platform is built for multi-location environments: K-12 schools, higher education campuses, senior living communities, and enterprise facilities, where security complexity scales with every new building added.
Selling into these verticals requires more than a name and a job title. It requires knowing how many cameras a prospect is running, what security infrastructure they already have in place, whether they've had a recent breach or incident, and how many locations they're managing. None of that lives in traditional databases.
Industry
Physical Security / AI Video Analytics
CRM
Salesforce (SFDC)
Headquarters
Los Gatos, California
"Traditional databases told us who to contact. Floqer tells us exactly why they need better security and what happened at their campus last month. That shift from generic outreach to security intelligence completely changed our conversation quality. We went from 41 meetings in the first month to a projected 120+ in Q2."
Philip Arbeiter
Head of Sales Development
"Traditional databases told us who to contact. Floqer tells us exactly why they need better security and what happened at their campus last month. That shift from generic outreach to security intelligence completely changed our conversation quality. We went from 41 meetings in the first month to a projected 120+ in Q2."
Philip Arbeiter
Head of Sales Development
The Challenge
Before Floqer, Lumana's research process looked like this.
On the rep side: before any cold call or discovery, an SDR would open four or five browser tabs: LinkedIn for the contact, Google for recent news, the prospect's website for location pages, local news archives for security incidents, and sometimes state or district procurement portals to check for security-related bids. They'd piece together whatever they could find, take rough notes, and hope it was current. On a good day that took 15 minutes. On a bad day, they'd give up halfway and dial cold. Multiply that by every account in the queue and most of the morning was gone before a single call was made.
On the ops side: RevOps was exporting raw lists from ZoomInfo, cleaning them in Excel, and manually classifying accounts into Lumana's verticals, because ZoomInfo's industry tags were too broad to be useful. "Software" told them nothing. They needed to know if it was a K-12 district, a senior living operator, or a higher education campus. That classification was done by hand. Territory assignments ran off incomplete firmographic data, so headcount and revenue fields were often wrong or blank, which meant accounts landed with the wrong rep and had to be reassigned later.
Neither side had a system. Both sides had a pile of manual work that grew faster than the team could keep up with.
ZoomInfo and Apollo were never built to answer the questions that actually matter for a security sale: How many cameras is this prospect running? What access control system are they on? Have they had an incident in the last 90 days? How many sites are they managing? Those questions have no filter in any contact database. The answers had to be found by hand, every time, for every account. No contact database offered those filters, so Lumana went looking for a system that could research accounts autonomously.
- Reps burning 15-20 minutes per account on pre-call research: tabs, notes, guesswork
- Inconsistent research quality depending on how much time the rep had
- Cold calls opening without context, discovery calls starting from scratch
- CRM fields half-filled, industry tags too vague to use, territories built on bad data
- No scalable way to prioritize accounts by actual security fit
"We were paying for ZoomInfo and Apollo and still hand-classifying every K-12 district and senior living operator in Excel. Floqer scored 10,000 accounts with camera counts, site counts, and incident history, and we booked 41 qualified meetings in the first month, three times our previous monthly rate."
Omri Orgad
VP of GTM Engineering
The Fix
1. ABM Scoring: Research the Account Before the Rep Does
Lumana's ICP isn't just firmographic. A prospect with 200 employees at a single location is a completely different conversation than one managing 40 schools across a district. Floqer built an ABM scoring workflow that autonomously researches each account before a rep ever sees it. The workflow pulls:
- Existing security infrastructure (camera brands, access control systems)
- Number of locations and sites
- Hiring signals (security director, IT ops, facilities roles)
- Grants and public safety bids such as SVPP and NSGP awards (especially relevant for SLED and K-12)
- Recent physical security incidents or breach news
- Suggested talking points matched to Lumana's product
Each account gets scored against Lumana's ICP criteria. High-fit accounts surface to the top. Reps know exactly which accounts to prioritize, and why.
0 minutes of manual research per account: high-fit opportunities are prioritized automatically, so reps open calls with direct security context.
2. CRM Maintenance & Automated Account Scoring: Automate Everything Triggered in SFDC
Every account added to Salesforce now runs through Floqer automatically. No manual input required. The enrichment workflow populates:
- Headcount, revenue, region, funding stage
- Industry classification (not "Software", but actual vertical: K-12, Senior Living, Healthcare, etc.)
- Existing security infrastructure
- Hiring signals and open roles
- Grants, bids, and public contract activity
- Recent physical security incident or breach news
From there, accounts are scored and prioritized based on fit. The team went from a CRM with partially filled fields and outdated records to one where every account has a complete, current intelligence profile, automatically.
"Outbound has enough challenges. When you also have poor or outdated contact data and no intent-level insights, it makes it even harder. I wanted our AEs and SDRs enriched with data points that are actually relevant to our business: number of cameras, number of sites, recent security events, existing infrastructure, suggested talking points. At scale."
Philip Arbeiter
Head of Sales Development
3. Event List Building: Turn Conference Noise into Pipeline
Lumana attends industry events across physical security, education, and senior living. Before Floqer, working those events meant manually hunting down attendee lists, researching each company, and qualifying contacts one by one. Now Floqer handles the full workflow:
- A LinkedIn signal catches content activity around a specific event or conference
- Floqer enriches each company and scores it against Lumana's ICP criteria
- For accounts that pass, Floqer enriches the relevant personas with verified emails and phone numbers
- Qualified leads push directly into SFDC
For events where no attendee list is provided, Floqer builds one from scratch using LinkedIn signal activity. The team showed up to Q1 conferences with fully enriched, pre-qualified lists, not spreadsheets.
$50K+ saved on attendee list purchases: Floqer built high-fidelity pre-qualified lists directly from LinkedIn signal activity for events with no lists provided.
4. Automated Outbound Sequencing: Reps Review, Floqer Does the Rest
Lumana's outbound motion is moving to near-full automation through Floqer's sequencing tool. The workflow:
- Floqer identifies target personas at a given company (via LinkedIn Chrome extension or Apps)
- Enriches each contact with emails, phone numbers, and account context
- Generates a highly personalized email and LinkedIn message based on the account's security profile, location count, infrastructure signals, and ICP fit
- Pushes directly into Floqer's sequencing tool
The rep reviews, approves, and watches meetings land. This workflow is live and expanding across the full SDR team as the ops roadmap clears.
41 meetings booked in just one month of running automated campaigns powered by Floqer's custom-built buyer intelligence data.
Before and After Floqer
| Metric | Before | After |
|---|---|---|
| Pre-call research | 15-20 minutes per account across four or five browser tabs | 0 minutes; security context lands in Salesforce automatically |
| Industry classification | Manual, in Excel, from ZoomInfo exports with tags too vague to use | Automatic vertical classification: K-12, Higher Ed, Senior Living |
| Event lists | Purchased attendee lists at five figures per event | Built from LinkedIn signal activity; $50K+ saved |
| Qualified meetings | Roughly a third of today's rate, from manual outreach | 41 in the first month, 3x the prior monthly rate |
The Results
In its first month running Floqer, Lumana booked 41 qualified meetings from Floqer-enriched accounts, roughly 3x the qualified meetings the team booked in a typical month before Floqer. The team also enriched more than 10,000 accounts and 100,000 contacts across Higher Education, K-12, and Senior Living, cut pre-call research from 15-20 minutes per account to zero, and saved over $50,000 on event attendee list purchases.
Floqer, the AI-powered GTM platform for automated account research, data enrichment, and outbound, now runs four workflows in production for Lumana: ABM account scoring, CRM enrichment in Salesforce, event list building, and automated outbound sequencing.
What's Running Now
| Workflow | Status |
|---|---|
| ABM Account Scoring | Live |
| CRM Enrichment & Account Scoring | Live |
| Event List Building | Live |
| Automated Outbound Sequencing | Live |
| SFDC Adhoc Enrichment Button (AE/SDR) | In Build |
| Intent Integration (Warmly, Propensity) | Roadmap |
| GovSpend & Pursuit SLED Research | Roadmap |
The Numbers
41
Meetings booked
in the first month from Floqer-enriched accounts, 3x the prior monthly rate
10K+
Accounts enriched
(Higher Ed, K-12, Senior Living)
0
Minutes of pre-call research
Per account (automated)
$50K+
Saved on attendee list purchases
Lists built from scratch via LinkedIn signal activity
4
Active workflows
Floqer workflows
100K+
Contacts enriched
With verified emails, phone numbers, and LinkedIn profiles
Why It Worked
Traditional databases provide basic coverage, but they were never the intelligence layer. They were never going to tell a rep how many cameras a K-12 district is running, flag a senior living operator who just had a breach, or surface a university that's actively bidding on a new access control system. That's not a gap those databases can close.
Floqer is what replaced the five-tab research process. Not an add-on sitting on top of the existing stack, but the actual research motion itself, rebuilt as an automated workflow. Every question a rep used to answer manually before a call is now answered before the account ever surfaces in Salesforce.
That's the shift. Security is a niche sale. The intelligence that matters, including camera counts, site numbers, infrastructure details, incident history, and procurement activity, doesn't exist in any contact database. Floqer's agents do what a sharp rep does before a great call. Just faster, at scale, and before anyone has to ask.
"No database can tell you how many cameras a school district runs or whether a campus had a security incident last month. Floqer finds the data points no database contains, and every account has recent, relevant context our team uses in messaging, cold calls, and discovery."
Molly Young
Senior Manager of RevOps
FAQ
How much time did Lumana's reps spend on pre-call research before Floqer?
Between 15 and 20 minutes per account, spread across four or five browser tabs: LinkedIn, Google News, location pages, and local incident coverage. With Floqer that number is zero. As Philip Arbeiter, Lumana's Head of Sales Development, puts it: "The security context is in Salesforce before the rep ever opens the account."
Why couldn't ZoomInfo or Apollo answer Lumana's research questions?
Contact databases have no filter for physical security data: how many cameras a prospect runs, which access control system they use, how many sites they manage, or whether a campus had a physical security incident (not a cyber breach) in the last 90 days. Their industry tags also stop at labels like "Software", which can't separate a K-12 district from a senior living operator. Floqer's agents research the custom data points that no database contains.
How does Lumana build conference attendee lists when no list is provided?
Floqer watches LinkedIn signal activity around each event, enriches and scores every company against Lumana's ICP, and pushes qualified contacts into Salesforce. "List vendors wanted five figures per conference, and half those offers are scams. Floqer built pre-qualified attendee lists from LinkedIn signal activity and saved us over $50,000," says Idan Spiegler, Lumana's Lead Intelligence and Pipeline Ops.
What data does Floqer add to each account in Salesforce?
Headcount, revenue, and true vertical classification, plus security-specific fields: camera counts, number of sites, existing infrastructure, physical security incident history, security-related hiring signals, and grant or bid activity such as SVPP and NSGP awards, along with verified emails and phone numbers for each buying-committee contact.
"The operational lift this replaced was significant. Between cleaning list exports, manually classifying verticals, and fixing territory assignments after the fact, Floqer cut that entire cycle out. Now accounts come in clean, scored, and routed correctly from the start."
Omri Orgad
VP of GTM Engineering